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Imagine outside sales in the year 2010 — an era before the everyday use of GPS and mobile devices. Back then, the limitations in technology meant salespeople had to painstakingly plan out their entire day from home or the office before heading into the field, costing them several hours every week that could have been better spent on the road. Not exactly the most convenient way of doing things. This changed with the introduction of Microsoft MapPoint, one of the most popular and powerful tools for outside salespeople in 2010. Using MapPoint to plan out their sales routes and keep....

Part of the magic of working in sales is that salespeople are the masters of their own destinies. Good sales reps don’t need to be micromanaged. That’s good news for any sales manager with a staff of outside salespeople who currently find themselves unable to leave their homes due to the COVID-19 pandemic. Still, it’s a manager’s job to keep the staff motivated and productive. When the days blur together and half of the sales team struggle to drag themselves out of bed in the morning, sales managers should have their work cut out for them. There are steps managers....

Traditional sales techniques often come across as pushy and impersonal. In fact, only 13% of customers believe a salesperson can understand their needs. With so many solutions available to customers, there is one factor that will eventually make the difference between closing the deal or missing out on a valuable opportunity - the trust you build with your prospects. What is Consultative Selling? The consultative selling approach centers on guiding your prospect to the solution that works best for them. You act as a consultant and encourage your prospect to make their own decision. Ultimately, your goal is to still....

Every salesperson has their favorite tool to get the job done efficiently. In a rapidly-evolving industry, however, a favorite tool often gets replaced by the next generation of software. Case in point: Microsoft Streets and Trips, one of the most popular mapping software, once used by hundreds. Blazing a trail in the early days of GPS technology, it was one of the original mapping software, and helped to make traveling easier and more time-efficient. Distributed by CD, however, this popular software was slow to update, and unfortunately was discontinued in 2013. It left many asking, what will replace Microsoft Streets and Trips? The....